Weak discovery is the ultimate unforced error in sales. You’ve engaged with a potential buyer who’s willing to talk. But you don’t ask sharp questions, don’t listen, and fail to find the pain. Which means you ending up wasting your precious time with unqualified prospects or – far worse – failing to recognize the highly qualified ones who deserve your time. This Quick Take Package includes five research-based micro-videos that give you a clear road map for asking the right discovery questions and probing deeply to truly understand the responses.
The videos included in this package are:
Sales Discovery: Why You Must Ask About Change
Some salespeople seem to fish in better waters. Whether they're prospecting for new business or trying to grow their existing accounts, they manage to uncover more sales opportunities. Sometimes even their buyers are surprised by what they discover. They seem to have a knack for identifying problems and challenges buyers didn’t even know they had. So what do these salespeople do differently? In this Quick Take, you will learn why asking only about customer’s “needs” may lead you to overlook sales opportunities, the three levels of change that drive sales – and which one is likely to yield the best sales opportunities for you, how to conduct a sales discovery conversation that can help you identify WHERE and WHEN these opportunities are likely to arise.
The FACE Method: How to Understand What Buyers Mean
You have just completed your pitch to a potential customer. They’ve given you their feedback, but their words could be interpreted many ways. They say things like, "very interesting" and "that's definitely worth thinking about." Is the customer on the verge of giving you their business, or are they just stalling until they find an excuse to deny the sale? In this Quick Take you will learn the #1 reason miscommunication occurs between buyers and sellers, the most important thing every buyer wants from a sales conversation, and the FACE Method – a simple approach you can use to gain clarity with your buyers.
Discovery: The Five Whys Technique to Uncover Hidden Customer Needs
How can you dig deeper and find out what’s really important to your customer? How can you identify problems that buyers themselves may not even be aware of? How can you find the one critical need that your competitors overlook? In this Quick Take, you’ll learn the Five Whys Technique -- a simple yet powerful tool that helps you conduct more effective discovery and find the buyer’s pain.
How Many Customer Problems Do You Need to Dig Up?
Salespeople are trained to uncover buyers’ needs – both needs they’re well aware of, and needs they haven’t yet clearly formulated in their own minds. In this Quick Take, you will learn why you need to keep digging – even after you’ve identified the buyer’s problem, how multiple problems lead to more sales, and how many problems you should try to surface to maximize your chance of success.
Stupid Questions: A Smart Selling Strategy
Experience is a great asset in sales. But it can also be a liability. Seasoned sales people can get so comfortable with what they do, they fall into the trap of making assumptions about the customer’s needs. In this Quick Take, you will learn: The secret behind “beginner’s luck,” what inexperienced sales reps do that experienced reps sometimes overlook, how to separate “stupid questions” that should be avoided from ones that can enhance your credibility, and the smartest stupid question of all.
This package includesFor each of the Micro-Training videos, you'll also get:
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?Multi-video packages are for companies that want to take a deep dive into a single skill area. Each package contains several carefully chosen videos that create an extended learning path. Devoting two to three months to exploring a topic from multiple angles results in more sustained engagement in training, better knowledge retention, and more effective deployment on the job. To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.